Enterprise Account Executive – Federal

TL;DR

Enterprise Account Executive – Federal (AI/IoT): Drive new business development within key US federal agencies like BLM, USDA Fire, and DOI with an accent on full-cycle enterprise sales, RFI/RFP responses, and positioning AI-powered wildfire detection platform. Focus on shaping opportunities, engaging decision-makers, and delivering revenue through complex procurement cycles and mission-aligned value propositions.

Location: Washington, D.C. Remote (US federal agencies focus; US-based required)

Compensation: $150K – $175K • Offers Equity • Offers Commission

Company

175+ person growth-stage startup headquartered in San Francisco, leader in AI-powered early wildfire detection using 360-degree cameras, satellite data, and intelligence platform serving US government and enterprise customers.

What you will do

• Build and grow federal sales presence targeting BLM, USDA Fire, and DOI.
• Drive full-cycle pursuits from opportunity shaping through RFI/RFP responses and execution.
• Engage decision-makers at program, procurement, and executive levels to align solutions with missions.
• Translate technical/compliance needs into value propositions tied to public safety and ROI.
• Differentiate platform against competitors and create new pipeline opportunities.
• Collaborate with internal teams on proposals and represent federal customer voice for roadmap.

Requirements

• 7–10+ years in SaaS/data/technology sales; federal sales experience required
• Past success with agencies like DoD, DHS, DOE, DOI, or USDA
• Experience with long procurement cycles, multi-stakeholder deals, and leading RFI/RFP processes
• Track record of pipeline creation and quota attainment
• Strong communication to translate technical value into mission impact
• Collaborative team player in high-growth startup environment

Culture & Benefits

• Hybrid-remote work environment
• Comprehensive medical, dental, vision coverage
• Matching 401(k) plan
• Stock options
• Flexible paid time off